Developing Effective Negotiation and Influencing Skills

UNSW Business School

How long?

  • 2 days
  • in person

What are the topics?

UNSW Business School

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About the course

Negotiate with confidence and influence others to drive better deals.

Through a series of scenarios and skill-building exercises, you will build a comprehensive, practical negotiation toolkit, enabling you to approach all negotiation situations from informal discussion to multi-party deals, with confidence.

What you’ll learn

Through developing, applying and reviewing skills based on real-world scenarios, you will develop the confidence, capability and tools to:

  • Identify and influence the hidden drivers in negotiations
  • Negotiate through a range of scenarios with increasing complexity
  • Understand, evaluate and apply a range of negotiation strategies
  • Find, create and maximise value
  • Proactively and strategically prepare for individual and team negotiations
  • Continuously review and adapt your technique and strategy to the context

How you’ll learn

You will take part in a series of interactive negotiation scenarios and activities, taking you through a four step learning approach:

  • Building a healthy mindset by challenging limiting assumptions
  • Learning best practice theories to improve your strategies
  • Practice to change behaviour
  • Reflection for deep and continuous learning

Themes

  • Navigating complexity in negotiation
  • Challenging limiting assumptions and their impact on your strategy
  • Understanding, diagnosing and adjusting your strategy to manage behaviours
  • Creating and claiming value in negotiations, with and without using power
  • Managing negative behaviours, tactics and emotions
  • Preparing, conducting and reviewing negotiation strategies

Experts

Filip Hron

Filip is a negotiation consultant, lecturer and author. He has taught students at a dozen universities and graduate business schools, provided negotiation services for several negotiation companies, and collaborated with a range of experts in international, commercial and crisis negotiation. In t...

Developing Effective Negotiation and Influencing Skills at UNSW Business School

From  3850 AUD$2,891

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